Cold Calling Versus Warm Calling

Cold calling is one of the most dreaded aspects of selling. However, in order to close a sale (and develop high closing ratios), prospecting is usually necessary to find and talk to the right people before being able to pitch a product, make a presentation, and close a sale.

And, in order to get to the close, you must start by prospecting - constantly and relentlessly.

Calling a prospect cold simply means to call or contact anyone with the purpose of sell him/her something. In cold calling, leads come from anywhere and everywhere - from the yellow pages to the most sophisticated business contacts.

Normally, salespeople do not reach their clients in the first call, so they should use the call to gather information and/or leave a message, which will provoke a response.

Cold calling is certainly not for everyone; it could be frustrating and discouraging, especially when not done correctly.

While this is by no means the most effective way of reaching a prospect, it sometimes is the only way, making it a necessary evil in any sales training program.



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WARM CALLING

Another more effective way of reaching prospects is by warm calling. It involves contacting prospects with a high probability of becoming a client. It also includes using the referral tactics that we will cover elsewhere in this module.

As the term implies, warm prospects have a much higher probability of becoming clients and staying with your products/services longer than do those prospects who you reach through cold calling. For a limited time only, you can get the FEAR Selling System at an 82% discount off of the regular retail price.

Find out the 168 proven sales strategies, tactics, and techniques that you’ll learn in the recently released second edition of FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects' Deep-Seated Emotional Needs.